Inside Sales Process

Editor's Notes

• #2: Understand your product Establish yourself as an expert on the product or service you're trying to sell so you can answer customer questions and gain their trust. You need confidence and knowledge to effectively convince a potential buyer they need your product. Develop your knowledge by: Using the product or service to understand its features Meeting with coworkers from different departments, such as manufacturing and marketing, to get their views and feedback on the product Role-playing with experienced inside sales representatives to practice answering common customer questions Asking your manager or colleagues how the company's product can help customers in various situations Have a conversation rather than a sales pitch Without an in-person meeting, connection is one of the most important parts of inside sales techniques. Connect with potential customers by talking to them as if you are having a conversation instead of trying to sell a product. Avoid introducing yourself as a salesperson, which can cause customers to lose interest, and promoting your product right away. Instead, present yourself as a businessperson and introduce a problem you can help solve. Use the flow of the conversation to discover shared interests and connect through them. Be sincere so you can gain the customer's trust and continue the discussion. Research your customers' needs Research your target audience so you can determine their needs and offer your product or service as the solution. One way to do this is by creating a customer profile or buyer persona. Gather details about your prospect, such as: The industry they work in Their demographics Their needs or desires Their goals and how they measure them Similar products or services they have used You can use this information to relate to your customer's needs and establish a connection with them. It also helps you focus your time and inside sales efforts on the prospects that are most likely to result in sales. Ask questions Have a list of open-ended questions to ask during inside sales calls so you can get more information about the customer and determine whether they are a good potential lead. Asking questions can also help the call feel more like a conversation. Acknowledge the customer's responses, and follow each question with valuable information, ideas or observations before asking your next question. Ask closing questions if you have identified the individual as a sales prospect. An example of a closing question for inside sales might be, "It seems like our devices can help streamline your workflow significantly. Would you prefer our tier 1 or tier 2 product?" If the customer says they need time to decide, respect their response, finish the call and follow up after a few days or weeks. Take notes during and after communicating with potential customers so you can remember important details when you follow up with them later. Recognize customer signals Maximize your time and resources by knowing the signs of whether a customer is interested or disinterested in your product. Signs that a prospect is a good lead include: They ask questions. They ask for your opinion. They spend a lot of time talking with you or assessing the product. They mention how they might use the product. They are enthusiastic. They agree with you throughout the conversation. If a prospect avoids sharing information, gives short, disconnected responses or is not interested in a follow-up call or appointment, consider focusing your efforts on the next lead.